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Articles by 魏庆
Browse 58 New Distribution articles by 魏庆.
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58 articles · Page 1 of 3
Rejected for Distribution? No Problem—If the Salesperson Says the Right Words, We Have a Story!
When facing a sales pitch, terminal store owners don't first think about making money—they worry more about whether your product (especially a new one) will sell and whether they'll lose money. If selling the product won't lose money and gives them a sense of security, then the profit story can play a better role. What words or phenomena make terminal customers feel secure? In summary, it's the following points: -01- Small order quantity, no capital tie-up, attract consumers, why not order a little to try! Boss, today I recommend a new product (show sample)...
魏庆Manufacturers' Dissatisfaction with Distributors: Distributors Are Scapegoats
Distributors often bear the brunt of manufacturers' complaints, but many issues stem from their employees' performance, not the distributor owners themselves. Effective employee assessment and management can resolve most of these conflicts.
魏庆Distributor Bosses Afraid to Manage Employees for Fear They'll Quit—What to Do?
Distributors often fear managing employees because they worry about losing them, especially during peak seasons or when talent is scarce. The key is to improve the business model to generate more profit, offer competitive compensation, and establish clear career paths and management systems to reduce turnover and maintain market stability.
魏庆Distributors, Don't Rush Your Children into Taking Over the Business—Let Them Study More!
Life is severely punishing those who refused to study hard. Many first-generation distributors, who started from poverty and built their fortunes through hard work, now face management challenges. They attend training courses with sincere eagerness, but their lack of education and learning habits makes it hard to absorb and apply knowledge. The article urges them to let their children study more, as the most valuable things learned in school are not knowledge itself but learning habits, comprehension, and the ability to summarize and extrapolate.
魏庆Wei Qing: Will the Old Generation of Offline Marketers Be Out of Work?
Wei Qing, a veteran FMCG marketing expert, shares his views on new retail, FMCG B2B, and the future of traditional distributors and marketers. He argues that online channels currently hold a small share, B2B models are still evolving, and the core challenges remain team management. He believes that experienced offline marketers will not be obsolete, as their skills in managing large sales teams are still in demand, and distributors will not be eliminated as a class, though individual businesses may fail if they don't adapt.
魏庆Daily Workflow and Time Schedule for Excellent Terminal Sales Representatives
This article outlines a detailed daily workflow for sales representatives, emphasizing the importance of structured routines for training and management. It provides a step-by-step example of a pre-sales visit process, including morning meetings, customer visits, inventory management, order taking, and reporting, to help new salespeople understand their roles and improve performance.
魏庆Salesperson Visit Techniques: Help Store Owners Calculate 14 Profit Accounts to Make Terminal Stores Rush to Stock Up!
What to do when terminal store owners refuse to stock up? You've visited multiple times, tried various sales models, but the owner still shows no intention to order. Many salespeople encounter similar issues during terminal visits. In fact, it's not that the owner doesn't want to stock up, but your approach is wrong, and your words don't hit their pain points. This article compiles some techniques for terminal visit sales, starting from the product structure and sales profit of terminal stores, to guide them into stocking up. The salesperson's 'terminal ice-breaking diary' First visit: The store is crowded, the owner...
魏庆Can't Crack Stubborn Terminal Stores? This 'Simple Method' Helped Conquer 50
In terminal sales, you sometimes encounter customers who keep you at arm's length and won't even talk, leaving your tactics useless. At such times, you need to return to basics and use 'simple methods' to conquer 'stubborn stores.' As the saying goes, 'A soft rope can cut through hard stone,' meaning persistence and gentleness can overcome resistance. Salespeople facing such stores need this spirit: perseverance and repeated visits.
魏庆I heard that salespeople earning 20,000 a month all use this 'dumb' method...
A friend of mine in the food industry was tasked by his boss to handle tough secondary distributor issues, working from 6 AM to 9 PM daily. He had no special tricks, just diligence, and rose from basic sales to manager. His persistence in visiting clients, even when ignored, eventually won them over.
魏庆Wei Qing: A Work Checklist for Marketers After the Chinese New Year!
During the 2008 financial crisis, Wei Qing discovered a sales opportunity during the Chinese New Year period when he found best-selling products out of stock in supermarkets. He mobilized his team to start work early on the fifth day of the new year, achieving a 60% sales increase over the same period the previous year without extra promotional spending. This article provides a detailed work checklist for marketers to replicate this success.
魏庆What Should a Sales Manager Do at Year-End? — A Market Self-Audit at Close Range!
As the year draws to a close, it's time for review and reflection. Beyond routine annual reports, next year's plans, and budget forecasts, regional managers should engage in deeper self-examination of their market management. This article provides a systematic self-audit framework covering four stages—from avoiding basic errors to mastering strategic thinking—to help regional managers identify gaps, correct course, and prepare for the coming year.
魏庆Annual Sales Planning: High-Sounding but Without an Execution System, It's Just Fooling Ghosts!
As the year ends, sales departments are busy making annual sales plans for 2018. However, plans alone, even with assessment and rewards, cannot ensure execution. This article uses new product sales as an example to explain a four-part management system for landing annual plans: solving willingness, capability, know-how, and monitoring progress.
魏庆How to Accelerate Sell-Through at the Terminal? Finding the Top 50 Stores Is Key
A common problem in the FMCG industry is that products are distributed, displayed, and promoted, but they don't sell through. This article introduces a method called 'New Product Sell-Through Top 50 Stores' to accelerate sell-through speed, based on a course by Teacher Wei Qing.
魏庆Wei Qing: Why in Large Companies, the Sales Frontline Deceives Itself from Top to Bottom?
In large companies, why do people collectively march forward on the path of self-deception? A case study reveals that even when frontline staff know certain practices are wrong, they continue due to company mandates, highlighting systemic management flaws that go unaddressed.
魏庆Optimize Visit Routes, Accelerate Terminal Stocking: 10 Tips to Reduce Inventory!
Many companies blindly imitate the terminal visit route model of well-known enterprises, but fail to get orders or sell products. Here are 10 tips to accelerate terminal distribution, including finding opportunity stores, concentrated visits, and route optimization.
魏庆What Exactly Should You Look at When Observing the Market All Day? How? Five Steps for Terminal Inspection!
1. Prepare before entering the store for inspection: manage what you inspect, think about recent management priorities and related in-store inspection content. Check the route manual to familiarize yourself with the terminal owner's name, review the sales representative's recorded visit times, purchase history, and gift order records. In this step, besides familiarizing with the store's basic information, the supervisor should think more about which products and issues need focused inspection in this store. For example: if the visit time in the route manual has been altered, think about rechecking the visit time upon entering the store. If the purchase history shows that product A has not had a second purchase for five consecutive weeks, think about checking the display and date of product A upon entering, being careful about potential defective products, asking the sales guide about difficulties, and why the store is not moving the product.
魏庆New Products Hard to Distribute, Always Rejected? That's Because You Didn't Say This to Retailers...
When facing salespeople, terminal stores first think about making money—but not entirely. More owners care about whether your product (especially new products) will sell, and whether they'll lose money. If selling the product won't lose money and provides a sense of security, then the profit story can work better. What words or phenomena make terminal customers feel secure? In summary, it's the following points: 1. Small order quantity, no capital pressure, attract consumers, why not try a small amount? Boss, today I recommend a new product...
魏庆Wei Qing's New Work: "New Products Can't Sell" — What to Do?
This article systematically analyzes why new products often fail to sell and provides specific action steps to make them sell. It emphasizes the need for dealer bosses to personally manage frontline sales, adjust employee assessments, and unify internal thinking.
魏庆The Spring Festival for Marketers: The Poor Don't Celebrate the New Year!
The article argues that the period from the fifth day of the first lunar month to the Lantern Festival is a golden opportunity for salespeople to boost early-year performance, as retailers have cash and empty shelves, and competitors are still on holiday. It describes the hardships of marketing professionals, who often sacrifice family time and face insecurity, and urges them to work hard during the holiday to secure a better future, as they come from humble origins and must strive to avoid passing on their 'humble fate' to their children.
魏庆Excellent Terminal Salesperson: Daily Workflow Schedule
Pre-sale sales representatives are not selected with high requirements, so newcomers without any sales experience often join. Their biggest fear is 'What is sales?', 'How to do sales?', and 'Can I do it well?' Defining the routine steps of customer visits and dividing the day's work into time-sequenced actions is not only a good management tool—follow the rules or face penalties—but also a good training tool, especially for newcomers, as a sense of direction means motivation. The following is an example of a pre-sale visit workflow for sales representatives.
魏庆Salesperson Visit Techniques: Help Store Owners Calculate 14 Profit Accounts to Make Terminal Stores Rush to Stock Up!
What to do when terminal store owners refuse to stock up? You've visited multiple times, tried various sales models, but the owner still shows no intention to order. Many salespeople encounter similar issues during terminal visits. In fact, it's not that the owner doesn't want to stock up, but your approach is wrong, and your words don't hit their pain points. This article compiles some techniques for terminal visit sales, starting from the product structure and sales profit of terminal stores, to guide them into stocking up.
魏庆How Distributors Can Prevent Manufacturers from Burning Bridges
Distributors often accuse manufacturers of 'burning bridges' after crossing the river, but the author, with over 20 years in marketing, has never seen a manufacturer that doesn't. Distributors should not moralize; instead, they must recognize that they are merely 'tickets' that can be torn up as manufacturers refine their markets. To survive, distributors must build irreplaceable value in their niche, while manufacturers and sales reps should strategically plan channel evolution and manage distributor networks to prepare for inevitable changes.
魏庆The Story of a 'Foolish' Salesman Earning 20,000 Yuan a Month
A client of mine entrusted a salesman with important tasks, and he took on the toughest challenges, handling slow-moving and recalled goods. The client said, 'This salesman isn't cunning, but I'm willing to pay him 20,000 yuan a month. He's been promoted from basic sales to professional manager. What I value is his diligence, persistence, and character.' Here's how he cracked the hardest nuts.
魏庆Why Can You Excel as a Sales Rep but Fail as a Supervisor? And How to Fix It?
A top-performing sales rep wonders why supervisors are busy despite not doing hands-on work, and why management is considered a major discipline. Upon becoming a supervisor, they feel overwhelmed and realize management is a true art. This article shares practical management experience and solutions to common challenges faced by new supervisors.
魏庆